Category:
Referrals – How Many Do You Get?
April 26, 2007
We have been reviewing our sales presentation over the last few articles and looking at the importance of establishing genuine trust and rapport in the early stage of our presentation.
One of the most powerful ways in which you accomplish this is to be referred to your prospect by someone they trust. This is effectively [...]
75% of Buying Decision is based on Trust - Do You Have It?
April 12, 2007
We have been looking at the structure of presentations to new prospects and existing clients and how important it is to follow a process.
Many buyers expect to hear the same old sales presentation that they have heard 10 times before this week alone from other sales people. This usually starts with a company [...]